Why Terms exist
In most B2B negotiations, price isn’t the only lever. Buyers ask for discounts, and sellers need to protect value. Terms give reps a structured way to trade non-price concessions for price concessions — what the deal desk world calls “give to get.” Instead of a rep improvising legal language in an email or copy-pasting from old contracts, they select from a library of pre-approved clauses directly in the Calculator. The clause is attached to a specific Pricing Option, so the buyer sees exactly what’s included with the price they’re being quoted. Example: A buyer asks for a 20% discount. The rep can say, “I can do that on Option B, which includes our standard co-marketing term.” Option A (full price) has no terms attached. The buyer sees both options on the proposal and understands the trade-off.Common use cases
Co-marketing agreements. Language defining how a customer must participate in case studies, press releases, or logo usage in exchange for a preferred rate. Often tiered (Tier 1: logo only, Tier 2: case study, Tier 3: joint webinar). Multi-year pool options. Standardized language for customers who pre-purchase credits, licenses, or capacity over a multi-year term at a locked rate. Opt-out / early termination clauses. Pre-approved language for contract breaks, cancellation windows, or at-will termination. Typically attached to shorter-term or month-to-month options. Payment terms. Net-30, net-60, or custom payment schedules attached to specific pricing options. Auto-renewal language. Clauses defining whether the contract auto-renews, the notice period for cancellation, and any renewal uplift. Usage commitments. Minimum usage thresholds or overage terms for consumption-based products.How reps use Terms
When building a Pricing Option in the Calculator, reps have access to the Terms library. The workflow:- Browse the library. Available terms are listed with their names and descriptions. The full legal text is viewable but not editable.
- Toggle terms on or off. Adding a term attaches it to the specific Pricing Option being built. Removing it detaches it.
- Tag to specific options. Terms are associated with individual Pricing Options, not the quote as a whole. This allows different options to carry different terms. Option A (standard price) might have no terms, while Option B (discounted price) includes co-marketing and auto-renewal language.
Admin configuration
Admins manage the Terms library from the Admin Console > Calculator > Terms. For each term, you define:Term name
How the rep identifies the term in the library (e.g., “Co-Marketing Tier 1”, “Early Termination - 90 Day Notice”, “Net-60 Payment Terms”). Keep names concise and descriptive so reps can scan the library quickly.Legal text
The full, formal language that appears on the proposal and in generated documents. This text is locked once saved — reps cannot edit it when attaching it to a Pricing Option.Availability
Control which products or categories a term can be used with. For example, a “Co-Marketing” term might be available for all products, while a “Usage Commitment” term is only available for consumption-based products. This prevents reps from attaching irrelevant terms to deals where they don’t apply.Terms on the proposal
When a quote is published, attached terms appear as part of the Pricing Option on both the Web Portal and in generated PDF documents. The buyer sees the legal text formatted as a distinct section within the option, clearly associated with that specific pricing configuration. If the buyer is comparing multiple options, they can see which terms are attached to each. This makes the “give to get” trade-off transparent: the discounted option comes with explicit obligations, and the full-price option does not.Terms vs. Text blocks
Terms and Text blocks both add non-pricing content to a quote, but they serve different purposes:| Terms | Text blocks | |
|---|---|---|
| Content source | Pre-approved library, managed by admin | Free-text, written by the rep |
| Editability | Locked — reps cannot modify the language | Fully editable by the rep |
| Association | Attached to a specific Pricing Option | Standalone block on the quote |
| Use case | Legal clauses, compliance language | Executive summaries, SOWs, implementation notes |
| Governance | Centrally controlled | Rep discretion |
What’s next
Pricing Options
Build the pricing configurations that terms are attached to.
Blocks
Learn about all block types: pricing options, terms, text, and video.
Web Portal
See how terms appear on the buyer-facing proposal.
Approvals
Route quotes for review based on pricing and terms combinations.